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Vice President Of Channel Sales



Sales & Business Development
United States · Remote
Posted on Thursday, September 14, 2023
Uptycs builds best-in-class cloud security products that leverage lightweight tools, built on open source software, to collect everything that can help detect, understand, and mitigate a wide variety of security problems. We run on laptops and cloud workloads, monitor Kubernetes and serverless containers, analyze AWS/GCP/Azure configuration and CloudTrail events, you name it. We feed it into a cloud-based security analytics platform that provides comprehensive visibility, threat detection, posture management, remediation, vulnerability management and compliance tracking. We analyze petabytes of data, process millions of events per second, and run a control plane that enables continuous scanning for vulnerabilities, misconfigurations, and APT malware on all major cloud providers and hundreds of thousands of macOS, Linux, and Windows endpoints.
Uptycs enables security professionals at companies such as Comcast, Flexport and Lookout to quickly prioritize, investigate, and respond to potential threats across a company's entire attack surface.
The Vice President of Channel Sales will generate new business by building and expanding the
company’s channel partner network. The VP will be a hands-on leader responsible for executing
all aspects of the business relationship with each partner, including recruiting, qualifying,
onboarding, training, pipeline reporting, and deal engagement. The VP will build and lead a
team of high-performing Channel Business Managers to lead and exceed annual channel sales
growth goals.

What You'll Do:

  • Provide leadership, strategy, and operational excellence aligned with our channel and partner sales strategy.
  • Develop and recommend strategic sales analysis of the competitive landscape and addressable markets, including the identification and development of new and unidentified channel opportunities.
  • Identify, develop, manage, and maintain relationships with strategic channel partners.
  • Provide feedback on program structure and SPIF models to drive maximum effectiveness and continuous program improvement.
  • Perform quarterly business reviews with strategic partners to ensure growth and performance targets are met.
  • Develop a technical enablement strategy that supports our channel sales strategy.
  • Establish strong relationships with our partners' executive leadership teams.
  • Hire, develop, and retain a team of high-performing channel business managers.
  • Maintain open communications and collaborate with cross-functional partners, including channel marketing, sales enablement, finance, legal,

What We're Looking For:

  • 10+ years of channel leadership experience managing dynamic, high-performing teams of Channel Sales professionals.
  • Proven track record of hitting and exceeding channel sales targets
  • Experience collaborating with marketing on effective channel and sales events
  • Demonstrated ability to collaborate and influence all levels of leadership to achieve strategic objectives, including executive management
  • Ability and desire to own the partner lifecycle, starting with ideal partner profile (IPP) and effective recruitment in a competitive market.
  • Exceptional communication skills, with the ability to communicate and present effectively to multiple levels across the organization in both one-on-one and group settings.
  • Demonstrated leadership experience with proven success in performance management and professional team development.
  • Up to 50% travel may be required.
  • Bachelor's degree - MBA preferred
Uptycs is an Equal Opportunity Employer. All applicants will be considered for employment without attention to race, color, religion, sexual orientation, gender identity, national origin, veteran or disability status. Uptycs is a progressive and open-minded workplace where we do not tolerate discrimination or harassment in any form. If you are smart, passionate and good at what you do, come as you are.